In terms of third quarter volumes and where we’re tracking, I mean, most quarters are going to be back and loaded to the third month of the quarter anyways. That’s just the way that this business is. Obviously, we talked about the fact that September made up a majority of the reorder revenue, both in terms of the vials and the dollars on that side of it. And reordering accounts made up roughly two-thirds of the revenue. So, we saw what we believe are really good early signs, particularly when we compared it to June, which was the third month in Q2. And so we like what we saw in terms of the impact of that. And so, we believe based on the feedback that we received that this was the right move and we made the right move at what we believe was the right time based on having enough information to influence that.
But again, we like what we’re seeing out there.
Serge Belanger: Okay. Maybe I’ll sneak in one more. Fourth quarter is a big quarter for aesthetics. And there’s a few neurotoxin players that have prominent product days during the quarter. Just curious if you’re planning to have a DAXXI day during the quarter?
Mark Foley: Yes. These days that competitors use to try and incentivize patient couponing and bulk purchasing from accounts have been around for a while. And obviously, we’ve weathered that on the RHA filler side over the last several years, and that’s not been a cornerstone of our strategy. We’ve tended to lean in with product differentiation in training and education, and we continue to feel that that’s the right way to go. So I wouldn’t expect anything from us in Q4 in terms of a DAXXI day. We’re going to continue to really focus on getting accounts on boarded with this new pricing strategy, allowing them to give their patients the experience that we think they’re going to love once they get more familiarity with the product. And so that’s really what we’re focused on in Q4.
Serge Belanger: Thank you.
Mark Foley: Great. Thanks, Serge.
Operator: Our next question comes from Douglas Tsao with H.C. Wainwright. Your line is open.
Douglas Tsao: Hi. Good afternoon, and thanks for taking the questions. Mark, I think you’ve said it, but I just want to make sure it’s clear. In terms of what you saw in September after the price change, so from a total revenue basis, did you see sufficient or increase in units to offset the lower price that you were getting?
Mark Foley: Yes. I think as we showed in our press release, too, we saw units increase 10% on a quarter-over-quarter basis, and revenue came in at $22 million versus $22.6 million. So we saw a nice healthy uptick of an increase of 10% units, but that was offset by the price adjustment that we made.
Douglas Tsao: Well, I guess I’m trying to understand what you saw in September. So in September, I mean, so when you think about your business, I mean –
Mark Foley: Go ahead.
Douglas Tsao: What were you going to say, Mark? I was just going to say, so specific to September, did you see that increase in units to make it sort of a better month from an absolute revenue standpoint, or was it ultimately, you know, and was it materially higher than what you saw for the most part?
Mark Foley: Yes. Well, I mean, as I mentioned, September tends to be a busier month, so it’s really hard to know in a vacuum exactly what it would be since we weren’t in the market September of last year. We did look at June as a proxy for September to say that’s the third month of another quarter. And again, we liked the trends that we saw. Most of our reorder revenue and our reorder vials sold did come in September. And so, we’re attributing that to the price adjustment and how customers embrace that change.
Douglas Tsao: Okay. And maybe I’m parsing words a little bit, but I’m an equity research analyst, so that’s what we do. In terms of your commentary about needing to re-engage or re-engaging with customers, I’m just curious, were you having a trouble, you know, sort of having, or was the dialogue somewhat cut off after people had some experience or perhaps were having some frustrations with DAXXIFY in the early going?
Mark Foley: Yes. So, I mean, I think we definitely had some accounts where, you know, we had some that leaned in heavily where DAXXI is majority share wallet. They’ve figured out the product. They love to look that they get. Their patients love it. Even the premiums work and then they’re really happy with it. So, we’ve got a number of those accounts where that’s working. But we definitely had some accounts that trailed the products, treated sort of a select number of patients, had some come back that expressed, hey, I’m not sure that the performance profile is worth it for the cost. And then for practices, if they didn’t dose them right, if they didn’t set the right expectations, if they didn’t take before pictures so that they could compare the baseline, that hit a point where they just said, this is hard and now I’ve got to spend extra time kind of educating the patients or taking them up.
And so, as we’ve gone back into those accounts and sort of hit this point of, I like it, I think it’s a better product, but the practice integration piece of it is more challenging. This is where we got the feedback and it really resonated with them where that re-engagement is, okay, if I can price it in line with the other toxins and your price to me is such where I’m not having to eat margin, then I’m willing to lean in and get experience so that I can figure out where this fits. And so, that’s that re-engagement piece. And in some of these accounts that had sort of stalled a little bit or reserved it for specific subsets of patients, our goal is obviously to get broader adoption. And that’s that re-engagement piece. And if they had some product on the shelf then they would work through, okay, let’s talk about how we pull that through.
